Question
1. Imagine that an American businessman has to negotiate a contract with his counterpart from Japan. What challenges might he or she face? Suggest (and
1. Imagine that an American businessman has to negotiate a contract with his counterpart from Japan. What challenges might he or she face? Suggest (and elaborate on) ONE negotiation approach that would both of them settle into a contract? Make sure you provide enough explanation to support your idea(s).
TIPS:
Consider the following questions:
- What are the differences between American and Japanese culture that can influence the negotiation?
- Which negotiation approach should be used? Why?
- How can thefive stepsof the negotiation process be applied in this case?
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Marketing Management
Authors: Philip R Kotler, Kevin Lane Keller, Subramanian Sivaramakrishnan, Peggy H. Cunningham
14th Canadian Edition
132161079, 978-0133076752, 013307675X, 978-0132161077
